Daily Quote |
Skill
"Thank you for your time."
Be honest: how often do you say that to your customer in a pitch meeting?
Act deserving when you're in front of your customers; gushing with appreciation for their time does not position you as a professional. Your time is as important as theirs.
It's fine to open a meeting with "thanks…" but don't close the meeting with it. You have much more important things to do at the end of each pitch meeting.
Do
With five minutes to go in your pitch meetings, start closing it down with this protocol:
1. Qualify their interest. "What is the most appealing part of our offering?" (After asking, don't move a muscle – especially the ones in your mouth).
2. Summarize your value prop. Take another shot and remind them why they need you.
3. Determine next steps. This includes actions assigned to the customer, e.g. asking for intros inside the org.
Your best shot at getting the customer to open up might be at the end of the meeting…let 'em talk! This is not your time to play the "…and one more thing…" game.
Oomph
Whether you're in an internal meeting or a pitch meeting, you must assume minds are wandering. Oh yeah, you're plenty engaging and you can hold a room…but not enough to beat human nature!
Who better than those zany folks at Fast Company to show a version of what really goes on in meetings?
If you run a tight agenda and engage everyone, you'll minimize what you see in this clip.
Whether you're in an internal meeting or a pitch meeting, you must assume minds are wandering. Oh yeah, you're plenty engaging and you can hold a room…but not enough to beat human nature!
Who better than those zany folks at Fast Company to show a version of what really goes on in meetings?
If you run a tight agenda and engage everyone, you'll minimize what you see in this clip.
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